Influence: Science and Practiceis an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say "yes" to another's request). Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say "yes." Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.
- ISBN10 1292022299
- ISBN13 9781292022291
- Publish Date 23 July 2013 (first published 27 August 2008)
- Publish Status Active
- Publish Country GB
- Imprint Pearson Education Limited
- Edition 5th edition
- Format Paperback
- Pages 272
- Language English